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ThriveMore with Roger Martin: Business, Health, & Wealth

Jan 29, 2024

Anyone who has consumed classic police procedurals, Hollywood crime thrillers, or pulpy crime fiction is familiar with the even-keeled, unflappable, and empathetic kidnapping or hostage negotiator. This archetype has played out countless times in all forms of popular entertainment. However, the facts are that real-life criminal negotiation is much more nuanced and perhaps surprisingly much more applicable to business and sales. Chris Voss is a former FBI Negotiator, author, and founder & CEO of The Black Swan Group, a consulting firm dedicated to getting the business outcomes you’re aiming for without compromising. Chris and his team leverage his extensive experience in international crises and high-stakes negotiations to create specialized programs that bring globally proven techniques to the business realm.

Chris has had an impressive career as a negotiator, representing the U.S. government at international conferences and serving as the lead Crisis Negotiator for the New York City division of the FBI. His expertise in negotiation, honed through training by the FBI, Scotland Yard, and Harvard Law School, has equipped him with valuable techniques for business, sales, and personal negotiations. In our conversation, Chris shares his wealth of experience and provides insights into de-escalating tensions, building trust, and improving communication. It's truly fascinating to learn from someone with such extensive real-world experience in negotiation.

Roger and Chris discuss why our tone of language is so important when negotiating while exploring the psychological concepts behind positive reinforcement and a fascinating negotiation technique known as mirroring. They also discuss the inspiration behind Chris’s latest book, Empathy and Understanding in Business. This is a must-listen episode for anyone looking to sharpen their negotiating skills while also increasing their capacity for empathy, understanding, and clarity with others.


Topics Include:

  • Chris’s Incredible Background In FBI Hostage Negotiation 
  • Why People Who Are Listened To Listen Better 
  • Implementing the Negotiating Concept of Mirroring
  • Why Emotions Aren't Obstacles But Rather Means
  • Real-World Examples of Negotiating Mastery


Chris’s Book Recommendations: 

Chip War: The Fight for the World's Most Critical Technology

Man's Search for Meaning

Antifragile: Things That Gain from Disorder


Connect with Chris: 

Black Swan Group

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Chris’s Books:

Empathy and Understanding in Business

Never Split the Difference


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Produced By:
Social Chameleon